Dealer Communicator FEBRUARY 2016

Dealer Communicator

February 2016

Manufacturer Sponsored NewsJournal

Offset // Digital // Wide Format - Signs

Bridging The Channels Of

Platinum Sponsors

Print & Office Machine Dealers Wide Format and Sign Supply Distributors Mailing Machine Dealers

Table of Contents

Click Article You Wish To Read GENERAL NEWS SECTION

New Force Magnetics

6 .......Product Focus: UV Coatings - A Growth Opportunity ..........For Dealers 5 .......Personally Speaking - by O. Mike Fichera, Publisher 6 .......Advertisers Index 11 .....Dealer News 21 .....News 4 Dealers

ISSUE SPONSORS

33 .....Sales Corner - The Golden Rule of Efficiency Is Based ..........On A Moral Message - John Tschohl 36 .....4 Ways To Get More Followers On Twitter - by John Foley 38 .....Know Who All The Players Are For Longterm Success ..........- by Bob Licari

Manufacturing Directions, Inc.

40 .....Listen: Be Brilliant (Part 2) - by Mary Redmond WIDE FORMAT / SIGN SUPPLY SECTION

44 .....Major Article: Large Format Inkjet Media Market ..........Expansion - Tim Greene

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DealerCommunicator • February 2016 • 3

Table of Contents

Click Article You Wish To Read GENERAL NEWS SECTION 6 .....Product Focus: UV Coatings - A Growth Opportunitiy For Dealers 5 .....Personally Speaking - by O. Mike Fichera, Publisher 6 .....Advertisers Index 11 ...Dealer News 21 ...News 4 Dealers 33 ...Sales Corner - The Golden Rule of Efficiency Is Based ........On A Moral Message - John Tschohl 36 ...4 Ways To Get More Followers On Twitter - by John Foley 38 ...Know Who All The Players Are For Longterm Success - by Bob Licari 40 ...Listen: Be Brilliant (Part 2) - by Mary Redmond WIDE FORMAT / SIGN SUPPLY SECTION 44 ...Major Article: Large Format Inkjet Media Market ........Expansion - Tim Greene

Fichera Publications 1919 N. State Rd. #7 • Margate, Florida 33063 Toll Free: 800-327-8999 • Local: 954-971-4360 • Fax: 954-971-4362 4 • February 2016 • DealerCommunicator

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

Real Change Means Learning and Doing New Things, Not Empty Expressions

Every company talks about change whether they are manufacturers, dealers or publishers. It seems they all use words like evolve, adapt, transform….in other words they feed us “hot air”. Doing The Changing Takes Guts. Changes aren’t easy. The Yale School of Management explains that in their online courses. With that said, read on.

TYPE SIZE HAS CHANGED. Although the type size we chose for past issues has been acceptable and easy to read, there are some older people (like me) who needed just one notch up, so the type is now 19 points.

TABLE OF CONTENTS. For this issue it’s on the page to the left. To help you read more news and product information in each issue, my production staff recommended we link every page to the Table of Contents. Why? To help you find articles and news quick and easy.

SPEAKING OF CHANGE . . . After you read this comment, click the link below to see a dramatic change to an issue’s contents. But first, allow me to welcome back Martin Yale Industries who has committed to a program of selling their full of line For Featured Martin Yale Professional Print Finishing equipment through Video Click The Link The Channel and using innovative marketing https://www.youtube.com/ techniques to support M-Y dealers in their selling watch?v=OqyaZMess8g efforts. An example of that is A First For Dealer Communicator, a video showing a step-by-step demonstration of their 2051 Folder.

I welcome your comments. Now Click the link above.

READ ON COMPUTER, TABLET, PHONE. Statistics are improving as we make changes that help readers maneuver through the pages. My guess is that because we are now a digital-global-newsJournal reaching beyond the borders of the U.S., readership and responses will increase. With that said, this morning we received an inquiry for one of our manufacturer-sponsors from South America.

DealerCommunicator • February 2016 • 5

Financial Support By The Advertisers Below Is Why Dealer Communicator Is Free Of Charge To Dealers And Distributors ADVERTISERS INDEX

Click on advertiser below to view ad

Brackett, Inc.......................................17 Graphics of the Americas 2016 .........10 Independent Lease Review...............41 Itex 2016.........................................7,14 continued Manufacturing Directions, Inc ...........31 Martin Yale Industries 11,12&13,30,37,39,45 Master Magnetics, Inc ..................44,47 MDI....................................................31 New Force Magnetics Co.................2&3,32 Precision 3D Filament ..................37,45 Primir.................................................47 PVC Spiral Supply........................15,21

UV Coatings a growth opportunity for dealers

Coating is a traditional way to add pizazz to a printed piece glossing up or otherwise adding some measure of dimension to a printed piece. But it is also a way to protect a direct mail piece from post office scuffling or package handling.

Today, the use of UV Coating is now becoming an essential part of digital printing to give it both a more offset printed appearance along with protecting the image from the elements and rough handling along with enhancing appearances.

Selling coating equipment and consumables is a great business for graphic arts dealers. The growing use of digital presses in the packaging and label area is an example of a market where coating the printed piece is essential. There is also a trend towards expanding the tactual feel of a printed piece through special coatings. continued on page 8

6 â&#x20AC;˘ February 2016 â&#x20AC;˘ DealerCommunicator

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DealerCommunicator • February 2016 • 7

UV Coatings a growth opportunity for dealers - continued

Dealer Communicator (DC) has reached out to several coating equipment and supply manufacturers to see what is available and what is trending in the UV Coating and related areas.

At Kompac Technologies, LCC, (www.kompactech.com) new coating machines have been developed to meet the growing needs of the digital printing community. Tom Hayes, President told DC, “We are seeing many customers wanting to run UV matte and UV soft touch. HP customers have become more interested in priming their own stocks to save money.” Asked about new products, Hayes told DC about the Kompac EZ Koat Web 15 Plus UV/Aqueous/Primer Coater which is a Web Fed or Sheet fed system that can handle 14” wide X 20” diameter rolls, perfect for digital or flexo labels, photos or other printed materials and the Koat

20i which is an in-line web coater.

They also are introducting a 2sides, 1-pass coating system that can run in-line or off-line and has a small footprint which will be of interest to places with limited space like inplant printers. DC also asked for some ideas to help dealers sell more UV Products.

Here is his response: 1. Put more focus on stable, growth based industries such as packaging and labels. 2. Be more creative with offering customers unique solutions for their coating and priming needs.

Kompac’s Spot Coating and Flood Coating Equipment is extremely flexible and can run a wide variety of jobs. When dealers learn these capabilities they can work with the design people in their customers facilities and help them to grow their business and save them money!3. Offer customers complete solutions for their needs! Kompac provides not only the equipment, but also the consumables and the applications expertise to help dealers provide total support to their customers.”

Tec Lighting Company, Inc., (www.teclighting.com), another provider in the UV coating business

8 • February 2016 • DealerCommunicator

continued

has an array of coaters including inline machines that can be integrated with most digital presses as well as offset presses. They also have a line of interchangeable textured rollers that adds tactual characteristics along with appearance changes to a printed piece. And here is an idea: Tec has a new capability that to add aromatic smells to your UV coating. Tec Essence is an additive that can be added to any tec Lighting brand UV coatings. It is currently offered in a variety of aromas including Green Apple, Vanilla, Coconut, and Strawberry but can also create your own custom scents. This is another unique capability that dealers can offer their more creative customers.

To get further insight, DC asked Matt Apke, Product Manager Coatings Development for Kustom Group (http://kustomgroup.com), who are manufacturers of overprints and coatings for most printing methods, about coating trends.

He commented, “Differentiation through use of tactile (soft and sandy feel), effect pigmented (pearl and glitter) or gloss/lay contrasting

(smooth and reticulating strikethru) coatings continues to grow in all facets of printing.” He also commented on another trend, “LED and H-UV are growing rapidly.

LED is reaching multiple print applications including flexo, offset and digital.” The H-UV is a more efficient and lower energy means of curing UV coatings and inks.

While not a UV coating product, Kustom also has a line of coatings that can be used in the ink units of offset presses. The use of a typical litho press is not often considered, but it can be used because of the development of these new products.

Purchasing new UV coating equipment and learning about UV isn’t necessary. For dealers this is a good selling point especially to those printers who have surplus offset presses and have some coating requirements.

The use of UV coatings or coatings in general is a growing opportunity for graphic arts dealers. It can open new business with in-house printers as well as increase sales to offset print providers. Plus, it develops an ongoing consumable business. Go for it! DC

Click Here To ReturnDealerCommunicator To Table of Contents

• February 2016 • 9

Click Here For Inquiry Form

2 0 1 7

GRAPHICS

OF THE AMERICAS FEBRUARY 16 - 18

R E - I M AG I N E I T

WWW. GOAEXPO.COM

10 • February 2016 • DealerCommunicator

DEALER NEWS Come to TyrrellTech’s FREE event to get a look at the big picture-- what can you do to take your printing, engraving and production to a whole new level?

The TyrrellTech Show & Seminar Come to TyrrellTech and see the has become an event that BIG PICTURE. Click to sign up TyrrellTech’s Maryland customers today-- it’s free education to grow have come to look forward to your business. What are you each spring. This day is packed waiting for? WHEN: full of educational seminars, Wednesday, May 4, 2016 from product demonstrations, new 9:00 AM to 4:00 PM WHERE: product introductions, printers Ten Oaks Ballroom - 5000 Signal printing, software running, Bell Lane Clarksville, MD 21029 laminators laminating, engravers Continued on engraving... you get the picture Page 14 right? The BIG PICTURE! TyrrellTech “The Big Picture” Show & Seminar

We Invite Inquiries From Quality-Minded Equipment Dealers Martin Yale 2051 Folder 7 Auto Set Fold Types Stores 10 Custom Folds

&

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DealerCommunicator • February 2016 • 11

Click on ad fo

Greg German, President Martin Yale Industries

“Acquiring Count Machinery Expands The Martin Yale Line Of Finishing Machines”

“As A Servicing Equipment Dealer It All Boils Down To This Do You Want To Sell Only One Segment Of The Market? Or Would You Want To Expand Your Income Opportunities

By Selling Two Lines Of Bindery Finishing Business Machines?”

We Invite Inquiries From Quality-Minded Equipment Dealers Ph: 800-225-5644 • Fax: 260-563-4575 email: info@martinyale.com www.martinyale.com Call For A Full Line Product Catalog

12 • February 2016 • DealerCommunicator

or inquiry form

& Two Companies • One Focus On Dealers

Martin Yale 2051 Folder 7 Auto Set Fold Types Stores 10 Custom Folds

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folders, creasers, numbering, perforating, cutters, business card slitters DealerCommunicator • February 2016 • 13

DEALER NEWS WYNIT Distribution Headquarters Moving To South Carolina In 2016 WYNIT Distribution is moving its headquarters to Greenville, South Carolina – a move that will allow the emerging technologies distribution company to continue to grow in the next decade.

Founded in 1987, the company moved a satellite office to South Carolina five years ago and has grown there to 36 employees, who will move to the new headquarters office at the One Building, 1 North Main Street in downtown Greenville, said Pete Richichi, the company’s

Continued

Chief Operating Officer. Over the next several years, WYNIT plans to have approximately 200 employees in downtown Greenville.

Employees in the downtown offices will include the existing teams from the Piedmont, S.C. satellite office, as well as the customer service, purchasing, finance, marketing, components of IT, and logistics teams. All other sales positions will remain in their current locations as part Continued on Page 16

Don’t Struggle.

Come Up For Air and Learn What You Need At The Itex Show, Fort Lauderdale, (Florida) Convention Center March 7-9, 2016 For More Details Flip to Page 7, Full Page Ad 14 • February 2016 • DealerCommunicator

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DEALER NEWS of the consolidation of offices. In addition, key staff will remain in North Syracuse, New York, and Eden Prairie, Minnesota.

Piedmont Plastics Launches New Website

Piedmont Plastics, an industry leader in the wholesale distribution of plastic sheet, rod, tube and film, has unveiled its new website: www.piedmontpl astics.com. The new site details Piedmont’s wide range of plastic sheet, rod, tube and film products.

The new site is a resource rich in application, market, and product content. Its comprehensive interface tool allows users to cross-reference products, applications and markets to quickly access information and solutions.

Continued

Chris Manley, President of Graphco, Inducted Into The 2016 GAC Hall of Distinction Last evening, Chris Manley, President of Graphco had the high honor of being inducted into the 2016 GAC (Graphic Arts Council of Cleveland) Hall of Distinction at the Ben’s Bash Awards Ceremony presented by PIANKO. Because of his years of dedication, hard work, and service to the printing community, Chris Manley humbly accepted his award and proudly stands alongside the rest of the inducted members.

Congratulations, Chris. You are a great role model for others to aspire to. With dedication, persistence and an attitude of gratitude anything is possible.

16 • February 2016 • DealerCommunicator

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Automatic Table-top Padmaster 2000 Instant Pads For Your Customers Instant Profits For Your Dealership

Tompkins Printing Equipment Co. has been a Brackett dealer for over 40 years. We have sold countless Brackett high speed Circular Padders, table-top PadMaster padders, Chipboard inserters, and other machines in their line. In three words, their machines are Built-To-Last. As for Brackett’s president Mike Murray, he is a pleasure to work with and is a long-time personal friend of ours.

800-255-3506 • 785-862-2205 • Fax: 785-862-1127 brackett@brackett-inc.com • www.brackett-inc.com DealerCommunicator • February 2016 • 17

DEALER NEWS Mark Your Calendar For BTA At 90

On June 10, 2016 BTA the Business Technology Dealer Association will be celebrating its 90th birthday (1926-2016).

The title of the event is BTA at 90: A Celebration: which will be held as part of the 2016 BTA National Conference, hosted by BTA Mid-America. It will be held at the Kansas City Union Station in Kansas City, Missouri. A great time will be had by all who attend. Contact: Valerie 800-2472176 or valerie@bta.org

AIMED Dealer Conference: Denver 2016 Improving your business and having fun at the same time is the

Continued

name of the game at AIMED National Conferences. With the move to a later date (June 22-25), we are able to venture to a new city that has lots of opportunities for fun and excitement for our members. The 2016 AIMED National Conference will be held at the beautiful Brown Palace Spa and Hotel, right in downtown Colorado.

As always, the business content of the meeting will be outstanding.

We’re planning plenty of opportunities to meet new vendors, strengthen vendor relationships, and network with fellow dealers. In addition to annual events like the Vendor Showcase, Lunch & Learns, and Manufacturer Meetings — you’ll find all of the important industry leaders present and ready to shed light on future industry opportunities.

18 • February 2016 • DealerCommunicator

DEALER NEWS Continued on next page Watch for complete details and registration opening soon at: www.aimedweb.org.

Midland Paper Acquires Shaughnessy, Kniep, Hawe Paper Company

Midland Paper, Packaging + Supplies today announced that it has entered into a definitive agreement to acquire Shaughnessy, Kniep, Hawe Paper Company (“Shaughnessy”), one of the oldest and most respected independently-owned paper merchants in the United States.

Founded over 135 years ago, “Shaughnessy has a long and distinguished history as one of the leading merchant distributors in the Midwest,” said Stan Hooker, Chairman and Chief Executive Officer of Midland. “We have known the owners and senior

management of the company for many years and have the utmost respect for the quality of their organization and its people.”

With over 130 employees, Shaughnessy is headquartered in St Louis, Missouri, where it maintains its principal warehouse and administrative offices.

SO TELL ME WHAT MAKES A DEALERSHIP OWNER A GREAT LEADER?…..

by Omike Fichera

There are whole bookstore shelves that could answer that question. But to me, the best definition of a leader was given more than 2,000 years ago by a Roman citizen with the

DealerCommunicator • February 2016 • 19

DEALER NEWS unspellable name of Quintilian.

He was a great scholar and teacher who taught the art of persuasion to future leaders of the Roman empire.

Continued

a winning situation. In fact, Quintilian would be proud.

Mac Papers Plans New Distribution Center in Quintilian’s definition of the ideal Nashville leader: “A good man, speaking well.” If dealership owners would change that to “a good person, speaking well,” guess what? we’d have perfect leaders—men and women of good character who can bring people together to do great things.

If Dealer Communicator were to run a poll or contest, would you be a Quintilian choice?

Your dealership cannot win customers’ hearts without a good character at the helm.

Add to that a leader and people who are trustworthy and have a track record for integrity and truthfulness and you have

Mac Papers, one of the largest merchant distributors in the Southeast U.S., continued its growth in the Nashville market today with the announcement of plans for a new distribution center in Antioch. The facility includes more than 120,000 square feet of retail, office and warehouse space and is scheduled to open in the first quarter of 2016.

The distribution center will house 30 employees, including Mac Papers’ local sales force, customer service, warehouse operations and drivers. DC

20 • February 2016 • DealerCommunicator Click Here To Return To Table of Contents

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Darren Cassidy Appointed President of Xerox U.S. Channels Group Darren Cassidy has been named President of U.S. Channels Group for Xerox. The appointment

was effective Jan. 1, 2016.

Cassidy, who joined Xerox in 2000, has in-depth experience in all operational dimensions of channel business. In his new role he is responsible for overseeing the growth of the U.S. Channels Group by creating value for both Xerox partners and their clients.

He will largely focus on determining what the future of

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work will look like as digital and paper worlds collide—and how channel partners will succeed in this new world.

PRIMIR Research Investigates Retail Advertising And Print’s Role

Publishers Comment: Expand Your Thinking - Read This....

PRIMIR, the Print Industries Market Information and Research Organization, the research unit of NPES, announces completion of the research study: “The Future of Retail Advertising.”

Retail advertising is a major end-use segment for the printing industry. While retailers use a variety of media—differing widely depending upon the type of retailer—major print markets include catalogs, circulars (flyers and inserts), newspapers,

magazines, and direct mail. Of the total $80.5 billion in 2013 retail advertising spending, print accounts for about $37.5 billion, not including in-store and outof-home. Retail sales account for more than one-fourth of the U.S. economy. Growth in retail sales is generally steady and predictable, dependent primarily on the overall economy and consumer income. Retail sales recovered in 2010 after the 20082009 recession. Barring another severe recession, retail spending is expected to continue at a steady pace.

The Packaging School Seminar At GOA 2016

The Packaging School is partnered with Graphics of the Americas (GOA) to present a free preview seminar of The

22 • February 2016 • DealerCommunicator

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Packaging School’s Certificate program. The seminar will take place at GOA. The Certification being previewed is comprised of 12 courses providing in-depth background and education on the growing packaging segment.

Those who successfully complete the online Program will receive a Packaging Foundations Certificate from The Packaging School.

Paul Cousineau, Dow Jones; Honored with the 2016 TAGA Michael H. Bruno Award Paul Cousineau, Vice President, CI and IT Operations, Dow Jones & Company has been named the recipient of the 2016 Michael H. Bruno Award for outstanding contributions to the graphic arts industry. The award is bestowed annually by the Technical

Association of the Graphic Arts (TAGA).

The Michael H. Bruno Award from TAGA recognizes professionals with distinguished careers in appreciation of their dedicated service and contributions to the advancement of graphic arts internationally.

Leading Web-to-Print Provider Infigo Becomes a Global HP Partner

Infigo Software Limited is delighted to announce that it has become a member of the HP SmartStream Solution Partner Program.

With the web-to-print marketplace ever changing, the need to adapt or die is greater than ever. Creating new products, solutions and channels along with

DealerCommunicator • February 2016 • 23

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engaging customers, partners and their staff, is the only way to thrive. Infigo has proven to be a disruptive innovator and isn’t resting on its laurels, always seeking better ways to realise improved financial performance for printers and their customers.

Becoming an HP SmartStream partner means that Infigo joins a group of industry-leading providers, delivering end-to-end workflow solutions for almost any application.

Martine Padilla Joins Allen Press as VP of Sales

Allen Press, Inc. is proud to announce that Martine Padilla has been appointed Vice President of Sales and will join the organization in mid-February.

Padilla brings over 30 years of print industry experience to the position in which she

will lead sales strategy for printing, distribution, online content hosting and publishing management.

Komori And Highcon Announce Strategic Business Partnership Komori and Highcon announced today the formation of a strategic partnership between their two companies. Komori will be selling and supporting the Highcon Euclid digital cutting and creasing solutions in the Japanese market. This partnership is a key step in Komori’s strategy to provide comprehensive solutions to its customers, covering both analog and digital workflows, and spanning printing and finishing alike. By offering the Highcon Euclid, Komori will provide customers with a solution that removes bottlenecks in the

24 • February 2016 • DealerCommunicator

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post-press process. Moreover, the Highcon Euclid II+ can perform the most intricate cutouts, deliver production samples for test marketing and produce packaging for customers that simply could not be done conventionally.

98-Year-Old Hub Folding Box Joins PPC

The Paperboard Packaging Council (PPC) recently announced that 98-year-old Hub Folding Box Company, Inc. has joined the association.

Founded in 1918 and headquartered in Mansfield, MA, Hub Folding Box is a third-generation family-owned manufacturer of paper and plastic folding cartons, single-face B, E, F, N flute laminated cartons,

plastic thermoforms, and shipping containers.

FASTSIGNS Named No. 1 Franchise On Franchise Gator Top 100 List

FASTSIGNS International, Inc. has begun 2016 with another impressive notch added to its belt. The worldwide franchisor for more than 600 FASTSIGNS sign, graphic and visual communications centers, has been ranked No. 1 on the Franchise Gator Top 100 Franchises of 2016.

Franchise Gator, an online franchise directory, developed the rankings as a way for prospective franchisees to identify opportunities with strong growth potential that are also affordable investments for the average franchise buyer.

DealerCommunicator â&#x20AC;˘ February 2016 â&#x20AC;˘ 25

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Inland Acquires Monet Graphics

Continued

La Crosse owned Inland has announced the acquisition of Monet Graphics, in Downingtown, PA. The acquisition, which is the first of its kind for the La Crosse-based company, comes after a recent local expansion and rebrand for Inland.

their 30,000 square foot facility in Downingtown.

Standard Appoints New National Sales Manager

Standard Finishing Systems, a leading supplier of post press and paper handling solutions, has announced that Paul Steinke “It is our goal to continue to grow has been appointed to National Sales Manager. Steinke is a this company. Finding the right partners to join the Inland family seasoned sales professional who is one component of our strategy,” brings over 30 years of industry explains Mark Glendenning, CEO experience, technical background, & Owner of Inland. “Not only did applications knowledge, and we see the level of experience and strong customer focus to this new role. As National Sales Manager technical expertise that we were reporting to the Director Sales, looking for, Monet’s culture is one that fits well with what we’ve Paul is taking the reins of a wellestablished network of graphic built at Inland.” arts dealers and an experienced Monet Graphics, a flexographic sales team that provides coastprinter of primary labels and to-coast coverage and support coupons, was founded in 1995. to Standard’s North American They have 23 people employed at dealer network, customer base, 26 • February 2016 • DealerCommunicator

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and printer vendor partners. In his new position, Paul will work closely with Standard’s Director of Sales, George Vergilis, to maximize the overall potential of Standard’s sales operations.

Konica Minolta Appoints Sam Errigo

Konica Minolta Business Solutions U.S.A. (Konica Minolta) has announced the appointment of Sam Errigo as executive vice president, sales and business development.

Errigo will be responsible for Konica Minolta’s sales strategy and execution and will lead the company’s dealer and direct sales, enterprise accounts and government markets. In his prior role, he led the Business

Intelligence Services organization and was a key contributor in the buildout of All Covered, Konica Minolta’s IT Services division.

Errigo will continue to report to Konica Minolta President and COO Rick Taylor.

Linda Sanford Elected A Director Of Pitney Bowes

Pitney Bowes Inc. has announced that Linda Sanford has been elected a director of the corporation. The Board expanded its size from 10 to 11 members.

Ms. Sanford’s accomplishments have resulted in numerous awards and recognition including being named a member of the Women in Technology International Hall of Fame and the National Academy of Engineering. She has been named one of the 50 Most Influential Women in Business by

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Fortune Magazine, one of the Top Ten Innovators in the Technology Industry by Information Week Magazine, and one of the Ten Most Influential Women in Technology by Working Woman Magazine.

Industry Analysts, Inc. The Place for Print

Brother Is Officially Back In The Channel And They’re Looking For Dealers

Many of you older readers remember Brother from their typewriter days. In fact, I bet a large number of dealers reading this probably started as Brother typewriter resellers. On January 19, Brother held their first analyst event for my colleagues and me

since I can remember. It was a statement “coming out” event for one of the world’s largest printer manufacturers held at the swanky Ink48. For years, Brother has quietly flown under my radar by marketing their products through retail and alternative channels.

Those days are over.

I knew this before the event as I watched them assemble a marketing crew consisting of traditional copier industry veterans. Steven Feldstein, Dan Waldinger and Steve Santucci are just three of the names many of you will remember from their previous lives with Ricoh, Canon, OKI, Sharp, etc. these guys didn’t show up at Brother to perpetuate Brother’s traditional retail market approach. They’re here to build a new program for a channel Brother hasn’t worked with in ages.

Industry Analysts may be reached at http://industryanalysts.com/

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SpeedPro Imaging Opens Sixth Studio In Bay Area

In addition to providing such graphics to local and national businesses, the company also caters to sign shops and printers on a wholesale basis.

SpeedPro Imaging continues its national expansion with the Xanté Breaks Ground On opening of its newest studio in the New Production Facility East Bay. Located at 1734 Clement Ave. in Alameda, CA SpeedPro Imaging of East Bay celebrated the grand opening of the new studio on January 15. Following a ribbon cutting with Alameda’s mayor, Trish Spencer, the studio performed live wrap demos on a Mini Cooper and an ice cream cart for a local ice cream vendor, Tucker’s Super Creamed Ice. With over 20 years of experience, SpeedPro Imaging specializes in wide-format printing, including wall murals, event graphics, tradeshow displays, vehicle wraps, and window graphics.

Xanté Corporation is proud to announce that construction has officially begun on an expansion of our manufacturing facility located at our headquarters in Mobile, AL. This expansion will be primarily used for increased manufacturing capacity of our Impressia product line.

Completion of this new facility is expected in June, 2016.

Excelsus Solutions Appointments

Excelsus Solutions LLC has announced the addition of Carin Laniak as Director of Sales

DealerCommunicator • February 2016 • 29

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4Dealers

Continued

Development. Laniak brings 29 years of experience to the role and most recently served as Vice President of Sales Development of Flower City Printing.

Shawn Rankins has joined the company as an Account Executive bringing with him 15 years of industry experience. Chris Laniak has been promoted from production management into his new role as an Account Executive.

RMGT To Feature LED-UV Curing At Print UV Conference

Graphic Systems North America (GSNA), the Authorized Distributor for RMGT (RYOBI MHI Graphic Technology Ltd.) sheetfed offset presses in North America, has announced that it will repeat as a Platinum Sponsor in the Ninth Annual Print UV Conference, March 16-18, 2016, in Las Vegas. The conference features technology tracks and

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roundtable discussions featuring the best UV printers and UV suppliers.

Stated Chris Manley, “We look forward to hearing our customers share their success stories and adding our voice to the innovative dialogue around UV

printing during the upcoming Print UV Conference.”

Idealliance and Epicomm Boards Approve Merger Of Their Industry Associations The Board of Directors of Idealliance and the Board of

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DealerCommunicator • February 2016 • 31

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4Dealers

Continued

Trustees of Epicomm have voted to recommend the merger of the two industry associations to their respective memberships. The

Boards approved the merger in separate meetings last week and both associations will now present the merger proposal to a vote of their memberships according to the regulations of their respective bylaws. Voting is expected to be completed by the end of February.

Call for Entries: 2016 InterTech Technology Awards Printing Industries of America (PIA) is currently seeking

entries for the 2016 InterTech Technology Awards. Since 1978, these awards have honored technologies predicted to have a major impact on graphic communications and related industries.

Manufacturers and suppliers of equipment and software covering any aspect of graphic communications operations are encouraged to enter by June 1, 2016. An entry discount is available through March 31, 2016. Full details on the competition and how to enter can be found at www.printing.org/ intertech. DC

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32 • February 2016 • DealerCommunicator Click Here To Return To Table of Contents

SALES CORNER The Golden Rule Of Efficiency Is Based On A Moral Message

The Golden Rule of Efficiency is based on a moral message–to do what we can do to the best advantage of ourselves and others. Reducing it even further, “efficiency,” is expressed by one word, service—service on behalf of high ideals.

Modern consumers have grown up in a world of technology and innovation. They intuitively know how to define as well as expect exceptional customer service.

They are internet experts who stay constantly connected to one another. They are comfortable sharing their opinions, and they know where to go to get the opinions of others.

Does your company measure up?

As social media continues to change the way people communicate, it has become an

increasingly important tool for small businesses.

Today’s customers like to find their own answers, at their own speed. More than 90% will check a website for answers before emailing or calling for help, so your website can make a huge difference in how you are perceived. Being responsive and engaging has never been more critical, especially for a small business where the loss of a customer could be substantial.

Have consumers been writing about your customer service through social media (Twitter, Facebook, etc. or blogs)?

Keep in mind, there are now 7.2 billion people on the planet and of those the following numbers make interesting reading: continued on next page

DealerCommunicator • February 2016 • 33

SALES CORNER continued

Almost 2.1 billion people have social media accounts 3.65 billion mobile users have access to the internet via smartphones and tablets Close to 1.7 billion people have active social media accounts Are the comments positive or negative?

Did you know that consumers complain about brands 879 million times a year on Twitter, Facebook and other social media sites? What’s worse is brands aren’t responding. Seven in eight messages to brands go unanswered within 72 hours.

Now that’s a shame. A missed opportunity to be proactive and use customer complaints to turn a complaining customer into a loyal customer.

After a positive customer service experience, 69% of Americans would recommend your company to others.

75% of customers believe it takes too long to reach a live agent, you need to show them that you aren’t a machine.

Word-of-mouth can be a powerful form of advertising.

Verbal buzz on social media about your business or product passed from one reliable person to the next is still the most cost-effective way to build a loyal following, expand your business, and reach new customers. How does it start?

Give them an amazing customer experience and encourage your customers to think of themselves as partners in your business. As I’ve said before, the organization chart at your business should show the customer at the top.

Word of mouth is instrumental in driving your company’s success.

The average person trusts online referrals from strangers much more than they trust your organization’s advertising message.

How your customers feel about you and what they are prepared to tell others about you can

34 • February 2016 • DealerCommunicator

influence your revenues and profits. According to a Nielsen Report, there’s exciting growth in consumer attitudes toward word-of-mouth recommendations.

The study found that fully 92% of consumers around the world now say they trust word-ofmouth or recommendations from friends and family, above all other forms of advertising. It’s worth repeating…people trust the opinions of friends and family more than any ad campaign you can put together.

Marketing brings a customer in; customer service keeps them coming back. In a thriving business, customers are not optional; it’s a requirement for businesses to survive. Your customer service marketing strategy must focus on delivering processes, experiences, and intangibles to customers rather than physical goods and transactions. It involves integrating a focus on the customer throughout the firm and across all functions starting with social media.

Repeat customers spend 33% more than new customers.

Referrals among repeat customers are 107% greater.

Social media is a normal and central form of communication.

The increasing use of social media demonstrates to people the power they have as individuals to make a huge difference. Social media and text messaging create opportunities for individual involvement that feel personal.

Personal involvement encourages participation; participation creates ownership; ownership creates loyalty. Smart social media in your “Service Strategy” matters.

DC John Tschohl, President Service Quality Institute Office: 952-884-3311 Cell: 612-382-5636 www.customer-service.com www.JohnTschohl.com JTschohl@aol.com John@servicequality.com

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• February 2016 • 35

4 Ways To Get More Followers On Twitter

by John Foley, Jr.

Having more followers on Twitter is a direct reflection on your success as a dealer. The more followers you have, the louder voice you have. Below are some important housekeeping tips to keep in mind when creating an appealing Twitter account.

Keep a simple Twitter handle.

Having a complicated handle can get difficult to search and confuse existing and potential followers.

By doing this, it helps people easily remember who you are.

Start with your tweets. If you present monotone and dull posts, they will prevent people from following you and may even cause existing followers to unfollow you! Show your audience the value that you can bring by providing them with knowledge and useful information. However, don’t

forget to be a real person. Show that you have an engaging personality by posting pictures, and remember, don’t be afraid to be humorous every once in a while!

Engage your audience and ask them questions. When someone feels as though their opinion matters, they feel like they are now of value to you, which they definitely are! Building a strong relationship with followers is important when trying to relay your dealer’s information. If you can get them to enjoy talking to you and like what you have to say, then the retweets will start.

Take a break from the computer! Lastly, try getting off the computer. Not all advertising is done online and you can attain followers from printed materials.

It is very important to put your Twitter handle on your printed materials such as your business cards or postcards for events.

By following these tips and making quick adjustments, you will have a successful Twitter account. Show who you really are

36 • February 2016 • DealerCommunicator

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in a professional way to excite your followers. DC About John Foley, Jr. John Foley, Jr. is the CEO of interlinkONE. John and his team provide an award winning distributed marketing software for dealers, ilinkONEpro. Among

other things, their software solution allows for the creation and execution of personalized marketing campaigns, including direct mail, email blasts, and personalized URLs (pURLs). Learn more about John at JohnFoleyJr.com and interlinkONE at interlinkONE.com

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• February 2016 • 37

Know Who All The Players Are For Longterm Success!

by Bob Licari, BrainSell Services Your business relies on customers purchasing your goods or services. Think about all the effort that went into finding each of those customers; first there is the “hunt”, then once identified as a prospect for your business, the time was taken convincing them that your company was the best choice among your competitors.

Then, most of all closing the deal.

Followed by all that time it takes to build that precious relationship salespeople crave. Finally, once you have achieved these goals, just sit back and wait for their orders to come in forever, whenever they need something you provide and throw the money in the bank, Right ? ………… …. WRONG !!!!!!!

Don’t be fooled by your own assumtion of what a good customer is, and for that matter don’t think there is an unspoken

loyalty in business between vendor and customers, because in todays world, there isn’t ! When purchasing needs arise, there may be another person in the picture who will make the decision or be involved to influence its outcome.

This is why your database must be maintained and updated on a regular basis. You need to keep track of all the players in the clients’ company who may have to do with the approval and purchasing processes. Know who they are and make sure they know who YOU are.

I am sure it has happened to most all of us in the sales game. You do all that is in your power to assist and provide exceptional support and services for your client. You work through a single contact at that company, making sure each time there was a problem that everything was resolved for

38 • February 2016 • DealerCommunicator

your customers’ benefit. Perhaps you have saved the day and made your contact shine to their supervisors, all the time being the unseen hero.

Then one day you pick up the phone to make your usual “How’s things” call to your customer and then it happens, your are told that your contact is no longer with the company and the new person in charge will contact you. That call may never come, because in most situations where there is a “power change” the new person has already built relationships with vendors that they may replace you with blindsided. That is much harder to do when your

relationships extend to other areas of management. So remember, make yourself and your services known, share and build your relationship with all the key players involved to keep your customers for the longest haul!

DC Bob provides turnkey marketing solutions and has been serving the Mailing, Fulfillment and Packaging Industries for over 35 years. He can be reached at: BobLicari@ BrainSellServices.com, Ph: 754779-4296 or visit his website at www.BrainSellServices.com.

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• February 2016 • 39

Dealer Communicator’s Seminars In Print

LEASING Listen: Be Brilliant (Part 2) Three Tools to Maintain Focus In order to be a good listener, consider these tools to help you maintain focus.

Do you find it difficult to maintain attention when listening to others? Most of us do.

My husband is a slow, thoughtful talker. He considers his words and their impact before uttering them. Meanwhile I’ve made assumptions about him as I wait for a response. I’ve either restated the question, thinking he did not hear me or I have given up on getting an answer and have moved to a new subject. Am I just a horrible spouse? No, I’m a normal listener.

We hear between 400-500 words per minute. Unfortunately, we speak at 135-150 words per minute. I use these tools to assist

me in hearing what others say.

Tool #1: Watch Body Language for Mixed Messages I love to observe Body Language.

One thing I look for is to see if the words are congruent with the body language. In TV commercials, does the sales person shout about his “Best Deal in Town, as he shakes his head from side to side, negatively communicating his inability to deliver on his verbal promises?

One of the most well publicized examples of mixed messages is when former President Bill Clinton was questioned during the Monica Lewinsky trial. He verbally denied his sexual involvement with Ms. Lewinsky, all the while, his head kept bobbing up and down affirmatively.

Tool 2: Mirroring To keep my attention focused on the speaker, I may mirror their body movements and posture.

Two things are accomplished. It keeps me listening and watching them, while not allowing my

40 • February 2016 • DealerCommunicator

mind to drift off. It also may make them more comfortable as my mirroring movements can show that I am similar to them.

Tool 3: Well Prepared Questions Before all client meetings, I construct a set of well thought out questions that will uncover problems, detect dissatisfaction with the current service supplier and discover preferences, priorities, timelines and budgets.

When, Where, Why, and How. Listening gets easier when we’re equipped with tools that keep us anchored. DC

Mary A. Redmond is a speaker, author, coach and trainer. She specializes in negotiation, body language, listening and asking for more of what you want in your life at work, home or play. Contact To gather the data I need, I use a combination of closed-and open- her to speak at your next meeting, conference, trade show or special event. ended questions.

Mary@FearLessNegotiator.com, 913Closed-end questions are answered with a simple, one-word 422-7775. answer. It’s either YES or NO! Click Here For Inquiry Form

Open-ended questions are best remembered Dealers and Manufacturers as the 5-W’s and the Keep Control Of The Sale When Leasing Is Involved One Big-H. For those You have the sales talent to close deals, who recall their writing but... are you good at Lease Negotiating? if not, Let Me Be Your Advisor professor’s lessons, every story must contain Learn from negotiation expert Mary A. Redmond. She has nearly 30 years in lease negotiations and has represented dealers, leasing companies, customers the answers to these and manufacturers. She knows all sides of the sale. Get the edge you need! questions: Who, What, Contact us: Mary@fearlessnegotiator.com • 913-422-7775 www.IndependentLeaseReview.com

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• February 2016 • 41

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Print History Can Be Yours Historical Printing Zinc & Copper Line Cuts For Sale

• Dimensions of the cabinet: 24 3/4” Wide x 25” Deep x 60” High • It holds 30 drawers • I bought the cabinet, with litho stones, over 50 years ago. Cannot remember the Printing Company’s name, although I believe it began with “A” and that the printer was in New Jersey close to NYC. I do not remember the owner’s name, but do remember that it was a Jewish name, and that the man was very kind to me.

• I also have a box of wood type and two very old Type Cases

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We’re asking $4,500 for all // f.o.b. our offices in Margate, Florida Contact: Omike Fichera • Ph: 800-327-8999 • Email: ofichera@aol.com <<<<<<<<<<<<<<<<<<<<<<>>>>>>>>>>>>>>>>>>>> BRIEF HISTORY The birth of letterpress printing in Europe came in the 15th century. Although printing with wood blocks has deeper roots in the Far East, Johannes Gutenberg developed “reusable movable type, the basic principle that was used well into the 20th century.

The invention of movable type allowed Gutenberg to print the first historic 42-line Bible in 1455. This was the first Western massproduced book, also known as the Gutenberg Bible.

Letterpress printing became the method of choice, and for the next four hundred years continued to evolve until the introduction of the linotype machine in the late 19th century. Linotype machines soon replaced letterpress as the primary printing method.

Letterpress printing today is thriving with a great number of individuals personally dedicated to the preservation of this historic art-form. Visit some of the links and you can see some of the important people maintaining this art-from, hopefully for generations or even centuries to come!

42 • February 2016 • DealerCommunicator

Notice: The Following Pages Focus On Wide Format

DealerCommunicator • February 2016 • 43

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WIDE

FORMAT

SIGN SUPPLIES

Turning The Industry UPSIDE DOWN with news, product information for distributors and manufacturers who sell wide format equipment & sign supplies

Large Format Inkjet Media Market Expansion

by Tim Greene

Revenue from large format inkjet media sales in North America is expected to grow from $1.06 billion in 2014 to over $1.8

billion in 2019 for a 5-year compound annual growth rate (CAGR) of 8.5%.

Dealers who want to grow their share of the $1 billion plus inkjet media market should be aware of the changes in the large format print technology.

The growing markets for wide format inkjet printers that use Latex, UV-curable, and dye-sublimation inks is driving the expansion of wide format inkjet media product lines that is fueling new applications and new products. Latex

44 â&#x20AC;˘ February 2016 â&#x20AC;˘ DealerCommunicator

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Large Format Inkjet Media Market Expansion

print volume is growing at almost 20 percent, while dye-sublimation and UV curable print volume are both growing at around 12 percent from 2014 to 2019. Some of these new products are niche products while others are major product line expansions.

There are several recent news stories that serve as perfect examples: Mohawk has expanded its large format media line from 6 products to 112, and now features 32 different product lines, including: backlit, lightblock, black polyester, adhesive, Dupont Tyvek, tear resistant fabric and more. One of the important aspects of this media line expansion is that items in the portfolio have been optimized for use with particular ink sets such

as aqueous inks, Memjet/singlepass inks, Solvent/Eco-Solvent inks, Latex inks and UV-Cured inks, and many products are compatible across multiple ink types.

Another paper mill, Monadnock Paper Mills (MPM) has expanded its wide format media line which it calls ENVI with Envi Continued on page 47

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Exclusive Coverage: A New Player in Large-Format Land

The VR5D is Vanguard’s flagship inkjet printer

Pledging to put customer service first, three print industry veterans are attempting to carve a niche in the large-format UV-cure inkjet printer market with their new company, Vanguard Digital Printing Systems.

David Cich, President and Co-Founder of the company, is a 25-year print veteran who was once with Oce´ and, most recently, CET Color. When he left CET to launch Vanguard late last year he brought Jim Case and Jim Peterson along

with him to serve as the company’s co-CEOs. The company’s flagship product is the VR5D, a 4’ x 8’ UVcuring flatbed that can print onto substrates up to 4” thick that weigh up to 300 pounds. It works with both rigid and flexible material.

Cich stated, “We are selling direct and through distribution.”

The company’s plan is to sell direct only in areas where there is no distributor selling its line of products. DC

46 •• February February 2016 2016 •• DealerCommunicator DealerCommunicator 46 Click Here To Return To Table of Contents

Large Format Inkjet Media Market Expansion

Continued from page 45

Ultraform Backlit Poster. This is a print-ready poster stock optimized for UV or Latex inkjet, offset and screen-printing that is designed for outdoor and indoor applications such as bus shelters and backlit and other retail and entertainment signage. Envi Ultraform Backlit Poster contains 10 percent post-consumer waste, and is recyclable in the mixed waste paper bin. MPM points out that design firms are increasingly using sustainable materials and Envi Backlit answers that need by providing an FSC-certified, renewable alternative to rigid polystyrene.

Yet another good example of the kind of niche products that are

being developed is a new product from Top Value Fabrics called Tablecloth Fabric Pro. This is a new 100% polyester fabric that is designed for printing with dyesub (direct or transfer), as well as UV and Latex inkjet inks. This product Click Here makes it For Inquiry Form so that any company in the digital Print Industries Market Information and Research Organization wide MEMBERSHIP format Now Open To Dealers market A PRIMIR Membership can direct Delivers Over $400,000 printing Of Industry Research For An Annual Fee usage and As Low As $416 makes it ooo Contact: so that Rekha Ratnam Top Value Ph. 703-264-7200 Email: Fabrics rratnam@primir.org delivers Continued on next page

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Large Format Inkjet Media Market Expansion

Continued from page 47

Tablecloth Fabric Pro, a 100% polyester fabric that is engineered for creating corporate and event tablecloths.

A final example of one of the innovative media companies expanding its product line to broaden its appeal is Lintec of America adding its brand new Lintec Dry Apply to its Digital Window Graphics product lineup. Dry Apply is a 2 mil clear polyester with a proprietary scratch-resistant printable topcoat and air egress release liner specifically designed for easy installation, removal, and repositioning of the film. Dry Apply is designed for UV curable inkjet printing and is an ideal solution for seasonal advertisements and for applications that don’t require professional installation.

All of these new products, many of which are printable with several inkjet ink technologies, have been introduced in the last month or two, which shows the pace of change in the large format inkjet media business. Dealers who want to grow their share of the $1 billion plus inkjet media market should be aware of the changes in the large format print technology landscape so they can serve their customers with the latest and greatest on the inkjet media side. DC Tim Greene, Director of Wide Format Printing Consulting Services, International Data Corp. (IDC), will field your questions, comments or arguments by email:tgreene@idc.com

48 • February 2016 • DealerCommunicator Click Here To Return To Table of Contents

“Acquiring Count Machinery Expands The Martin Yale Line Of Finishing Machines”

folders, creasers, numbering, perforating, cutters, business card slitters

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DealerCommunicator • February 2016 • 49